SAP® PartnerEdge® Program Guide for
Authorized Resellers
Table of Contents
3 SAP PartnerEdge Program: 10 SAP-Delivered Support Options:
Accelerating Your Growth Support Choices Provide Flexibility and
Gain an Edge on Your Competition Predictability for Customers
Why Provide Options for Support
5 Program Requirements:
Offerings?
How to Become an Authorized Reseller
Prerequisites for Membership 11 Rewards for Active Participation
General Program Benefits
7 Product Authorization: Business Enablement Benefits
The First Step Toward Selling Marketing and Selling Support Benefits
How to Become Authorized
Once Your Company Meets Program 15 Appendix:
Requirements Logo for SAP PartnerEdge Program
How to Maintain Product Authorization Members
9 SAP PartnerEdge Education:
Overview of Training, Qualification, and
Certification
Curriculum Formats
Role-Based Training
SAP PartnerEdge Program Guide for Authorized Resellers
SAP® PartnerEdge® Program:
Accelerating Your Growth
This guide explains how the SAP® PartnerEdge®
program works for authorized resellers. We
hope you will find this guide useful in explaining
the specific requirements and program benefits
available to you.
3
SAP PartnerEdge Program Guide for Authorized Resellers
Gain an Edge on Your Competition
We look forward to your participation in the SAP PartnerEdge program. SAP’s goal is to build a
strong partnership that offers you significant opportunities to expand your revenue and market
potential.
As a member of the program, you receive top-notch training and support to promote, sell, and
implement select powerful, business-enhancing SAP solutions designed, packaged, and priced
for businesses of all sizes. As an authorized reseller in the SAP PartnerEdge program, you can:
•• Win more business by offering a key selection of award-winning SAP software
•• Increase profitability by winning deals that can bolster the bottom line
•• Improve your revenue utilization for professional services by getting the training to successfully
implement the solutions you sell
•• Receive expert assistance through your SAP distributor
•• Access online automated tools to drive your company’s brand awareness and demand
generation
•• Gain ongoing consulting revenue from significant add-on sales and product upgrades
•• Offer your customers a broader set of SAP solutions and SAP-delivered support
The SAP PartnerEdge program is designed for authorized resellers just like you. The program is
designed to get you quickly on board as you work with your SAP distributor, who will manage
your SAP relationship and provide the SAP solutions.
After you meet the minimum program requirements, your company will be granted full access
to the partner-dedicated Web site, [Link]. In the portal you will find resources,
product information, and training to obtain the required product authorization you’ll need to sell
and implement with confidence. To remain in good standing, your company is required to meet
the minimum program requirements. (Information about minimum program requirements is
located in this guide.)
4
SAP PartnerEdge Program Guide for Authorized Resellers
Program Requirements:
How to Become an Authorized Reseller
To become a member of the SAP PartnerEdge program, your company must meet the minimum
program requirements as outlined in this section. For new members, minimum program entry
requirements include accreditation requirements. Upon satisfactory completion of minimum
program requirements (including product authorization), your company can start to effectively
sell and, if you choose, implement the SAP products and get access to the program benefits.
Prerequisites for Membership
A key part of your program membership is to achieve product authorization. That means having
your selected employees successfully complete the required training and respective qualification
tests within six months of the date on which your company signs the agreement. To get you
started, your company will be given limited access to the partner-dedicated Web site for the
sole purpose of completing the required trainings (free e-learning) and respective Web-based
qualification tests. The training qualifications and assessments are organized by different roles
to ensure that individual employees receive the relevant education. These roles are:
•• Sales executives
•• Presales consultants
•• Solution consultants
Once you meet the requirements including product authorization, and as an official authorized
reseller in the SAP PartnerEdge program, your company:
•• Is authorized to resell the approved solutions available through your SAP distributor. Check
the Authorized Resellers section of the partner-dedicated Web site for the most current list.
•• Begins receiving program benefits
•• Gets full access to the partner-dedicated Web site
•• Is eligible to use the “SAP Reseller” logo and SAP trademarks
SAP reserves the right to deauthorize your ability to resell SAP products or terminate the autho-
rized reseller agreement if your company does not meet product authorization.
Upon deauthorization, you are not permitted to order or sell SAP products any longer. SAP will
inform its distributors about your deauthorization.
5
SAP PartnerEdge Program Guide for Authorized Resellers
Minimum Program Requirements for All Authorized Resellers
Distributor Authorized resellers must be sponsored by their local
sponsorship SAP distributor.
Signed authorized reseller Each applicant must sign the SAP authorized reseller agree-
agreement ment. The agreement includes the terms and conditions for
the relationship.
Application form Each candidate completes a business application including
company information, key contacts, assessment of company
skills and capabilities, and other relevant information. You must
keep your profile accurate at all times in the online Manage
My Partnership application.
Product authorization Fulfilling the specific requirement for product authorization
is mandatory prior to selling products. Your company must
achieve product authorization within six months of entering
the authorized reseller program. This is achieved by having
employees take the required training and any associated
Web assessments or certification exams, thereby meeting the
minimum number of trained employees.
An employee is qualified or certified by satisfactorily com-
pleting the required training and passing the corresponding
Web-based assessment (for qualification) or in-person exam
(for certification). Authorized resellers must maintain a mini-
mum level of trained and qualified or certified employees.
Your company must maintain product authorization to remain
in good standing.
The “Product Authorization” section in this guide provides
you with the specifics on how many individuals need to be
trained.
See the “SAP PartnerEdge Education” section in this guide for
the appropriate training roles.
6
SAP PartnerEdge Program Guide for Authorized Resellers
Product Authorization:
The First Step Toward Selling
Getting off to a fast and productive start is easy. As soon as SAP receives your signed agreement
and acknowledgement of your relationship with an SAP distributor, you should immediately focus
on achieving product authorization on the solutions you choose to represent. During this period,
your company will receive access to the Authorized Resellers section of the partner-dedicated
Web site, where you and your designated staff can access the online education content for the
required training sessions and assessments. Once you achieve product authorization, you can
then start selling software and the SAP-delivered support for the solutions you choose to repre-
sent. The section below details how to get authorized.
How to Become Authorized
For resellers, product authorization is achieved when the required number of employees within
your company complete mandatory training and pass the qualification and certification for each
product family you plan to sell. The minimum number of trained individuals is listed in this section,
and the training table below outlines the specific training required. Successful completion of the
course assessment or exam is required. Requirements may be satisfied by the same employee
who successfully completes multiple assessments or exams. If your company represents multiple
SAP solutions in the marketplace, you must complete the product authorization requirements
for all solutions. If you have any questions, please consult your SAP distributor.
Once Your Company Meets Program Requirements
Upon completing all minimum program requirements, your company is entitled to official status
as a member of the SAP PartnerEdge program and use of the “SAP Reseller” logo according to
the terms of the collaboration agreement. As part of your program benefits, you receive access
to test and demo software. Information on obtaining access is in the Authorized Resellers section
on the partner-dedicated Web site.
The minimum number of trained individuals is listed in this section. The training qualifications
and assessments for SAP software are organized by different roles to ensure that individual
employees receive the relevant education. The Education tab in the Authorized Resellers section
of the portal provides the required training and links you directly to the Web-based training that
you need for your specific SAP software product family, which includes analytics, database and
technology, and mobile technology.
To obtain product authorization for your product portfolio of focus, you are required to complete
all the applicable Level 1 training and pass the Web assessments required for authorization listed
in the table below.
Requirements for Selling and Implementing Level Type Number of
SAP® Software per Product Family1 Employees
FOOTNOTE SAP-qualified sales executive Level 1 1
Employee selling software to customers
1. The SAP database and technol-
ogy product authorization will not SAP-qualified presales consultant Level 1 1
require training, but the training Employee who works with the sales team to help define
is still highly recommended. You customer needs and recommend the appropriate solution
will be notified if SAP will require
mandatory database and technol- SAP-qualified solution consultant Level 1 1
ogy training in the future. Employee responsible for implementing the software at
customer sites
7
SAP PartnerEdge Program Guide for Authorized Resellers
How to Maintain Product Authorization
Product authorization is a key element of the minimum program entry requirements and the
ongoing program requirements. Your company must maintain at least one product authorization
to remain an operational member in the program.
In July and January of each year, SAP will verify that members are meeting the ongoing program
requirements. If product authorization compliance is not met in two consecutive checks, the re-
seller will become deauthorized.
Also, the loss of an employee trained or certified by SAP affects whether you meet the ongoing
program requirements for product authorization. It is your responsibility to notify SAP when a
trained employee leaves your company, and to correct and update any deficiencies in the Manage
My Partnership application located on the partner-dedicated Web site.
It is best to select another individual quickly for qualification or certification to avoid possible
termination from the program.
Once SAP receives your signed authorized reseller agreement, the next step is to meet the
program membership requirements. Achieving program membership is required so that your
company can receive the benefits of the SAP PartnerEdge program.
Your company must achieve product authorization within six months of entering the authorized
reseller program.
When a new release becomes available in your country, you will receive notice with a time frame
of no less than six months for employees to get qualified or certified on the new release.
8
SAP PartnerEdge Program Guide for Authorized Resellers
SAP PartnerEdge Education:
Overview of Training, Qualification, and
Certification
The SAP PartnerEdge Education program enables your employees to earn qualification or certi-
fication for specific products within the SAP portfolio. SAP helps your employees become better
prepared to develop, sell, implement, or deploy your SAP solutions with confidence. Our intelli-
gently designed training is organized by job role to ensure that individual employees get the right
training.
SAP PartnerEdge Education is offered with progressively more challenging content at each level.
For new program members, Level 1 is the required foundation training. As the SAP product port-
folio expands, additional training opportunities may be offered. Level 2 training, which is option-
al, is offered at a fee and delivered in classes. Live virtual classroom training over the Internet is
also available in some regions. In addition, certifications may also be required for certain
products.
Curriculum Formats
We offer a blended approach of classroom training, workshops, and e-learning resources available
via the Education section of the partner-dedicated Web site. Once they complete the course
work, your employees must pass tests to become qualified or certified. The tests consist of:
•• Web assessments used for qualification
•• Proctored exams at a certified testing center for SAP certification
•• A combination of both, depending on the employee’s role
Web assessments that are linked in a series must all be completed to be counted toward product
authorization. Some Web assessments are offered in various local languages. All linked Web assess-
ments should be completed in the same language.
Role-Based Training
The following table summarizes the training provided for the different job roles. The role may
vary depending on the SAP solution. Please see the Education section of the partner-dedicated
Web site for additional information and a detailed training matrix. Testing that requires an in-
person proctored exam will be held at a certified testing center.
Role Role Function
Sales executive Sell to customers
Presales consultant Work with the sales team to define customer needs and
recommend the appropriate application
Solution consultant Implement qualified partner solutions at customer sites and
develop qualified partner solutions that package and produc-
tize these solutions
Note: We strongly recommend that resellers have the ability to demonstrate the technology.
We encourage you to maintain and have access to a current functioning demo environment
in support of the solutions they are selling. See the Test & Demo section in the Authorized
Resellers section of the partner-dedicated Web site.
9
SAP PartnerEdge Program Guide for Authorized Resellers
SAP-Delivered Support Options:
Support Choices Provide Flexibility and
Predictability for Customers
Customers have the opportunity to choose between two different levels of support: SAP Enterprise
Support or SAP Standard Support services. While both offerings are suitable for customers,
SAP highly recommends SAP Enterprise Support as the choice for maintaining the highest cus-
tomer satisfaction while reducing the total cost of ownership of SAP solutions.
SAP-delivered support is the smart option to offer customers. Since authorized resellers are not
eligible to provide direct support to customers or eligible to achieve support certification for a
partner center of expertise, SAP-delivered support helps ensure that your customer’s support
needs are covered.
Why Provide Options for Support Offerings?
By offering customers a choice in the level of support they may receive, we are providing a reliable,
consistent approach to maintenance and support that is applicable to the needs of their business.
We stand by SAP Enterprise Support as the preferred choice, but there may be customers that
are willing to forego a more comprehensive proactive support approach in favor of a lower-cost
option in order to meet fiscal requirements. Talk to your customers. Make sure they know the
significant difference between SAP Standard Support and SAP Enterprise Support. Help them
make the right choice.
At a glance, here are some differences between the two support options:
•• SAP Standard Support – Reactive support model focusing on legal updates, problem resolution,
and quality management; keeps IT landscapes up-to-date and stable
•• SAP Enterprise Support – Industry-leading proactive support offering that builds on standard
support plus focuses on business continuity, business process improvement, and protection
of investment and reduces total cost of operations by increasing efficiencies and decreasing
system downtime.
You can find more information on the partner-dedicated Web site.
10
SAP PartnerEdge Program Guide for Authorized Resellers
Rewards for Active Participation
The SAP PartnerEdge program offers rich benefits that reward your organization for active par-
ticipation and success with SAP products and programs. Actual benefits may vary by country.
General Program Benefits
The following benefits are available to all authorized resellers.
Partner Newsletter
Partner newsletters are available in both local and global editions. These e-newsletters keep you
informed of product announcements and developments, program-related issues and news, and
how to make the most of your partnership.
SAP PartnerEdge Program E-Welcome Kit
Upon entering the program, you will receive an e-welcome kit with documentation and resources
to facilitate the initial selling and development of SAP products and solutions.
Figure: The Partner-Dedicated Web Site, [Link]
Access to the Partner-Dedicated Web Site
You receive access to the partner-dedicated Web site – a password-protected, single-sign-on,
partner-only Web site for easy information management and access to sales and marketing
resources, educational content, and ordering (see the figure). The Manage My Partnership
application allows you to manage your business relationship and more.
Customer Satisfaction Survey Program
SAP runs a partner-centric customer satisfaction survey program with an external vendor. The
program helps you understand your company’s performance in the market using a satisfaction
benchmarking approach. If you are interested in joining this program, please talk to your SAP
distributor.
11
SAP PartnerEdge Program Guide for Authorized Resellers
Partner Conferences
SAP partner conferences and events offer an opportunity to learn about the latest products and
program developments and provide a chance to meet SAP executives and colleagues.
Business Enablement Benefits
The following benefits help you grow your business relationship and market base with SAP.
Education
SAP provides you with online training so that you can get your sales executive and presales
consultants and solution consultants trained.
Demo Software
Demo software is made available to partners. See the Test & Demo section in the Authorized
Resellers section of the partner-dedicated Web site. Availability varies by region. Fees may apply.
Product Briefings
All authorized resellers have the opportunity to receive the latest product briefings via different
events or modes including electronic newsletters or mailings.
Marketing and Selling Support Benefits
You may have access to a variety of marketing and selling support and resources to help you sell
better, market better, and grow your business.
Demand-Generation Tools
Find demand-generation tools on the partner-dedicated Web site, including the new online cam-
paign creation tool. With this tool, you now have a simple, cost-effective way to generate quality
sales leads for your organization.
Using this tool, you can develop targeted demand-generation campaigns from a library of
materials – including e-mails, postcards, direct mailers, brochures, and more. Leverage demand-
generation campaign messaging as well as prebuilt templates – or build your own campaigns.
You can view, customize, and execute comprehensive marketing campaigns at little to no cost
to your business.
In North America and the Asia-Pacific-Japan and Latin America regions, the tool is called the
SAP Virtual Agency partner campaign creator. In Europe, the Middle East, and Asia, it is called
SAP partner campaign creator.
12
SAP PartnerEdge Program Guide for Authorized Resellers
Marketing Tools and Collateral
The partner-dedicated Web site includes tools to assist you in your marketing efforts, including
marketing collateral, demand-generation marketing campaigns, and detailed product documen-
tation to help you communicate with current and prospective customers.
SAP may also provide you with additional collateral for use in your marketing efforts (for distri-
bution to prospective customers). Such collateral, as well as all marketing tools, is provided
without warranty of any kind by SAP.
Marketing Training
SAP offers a free online training Web site created especially for SAP partners for the small and
midsize enterprise market. All of the training modules have been specifically created to enable
you to drive your own demand-generation campaigns.
Access to SAP Facilities
Use SAP facilities for demonstrations and customer briefs by making a request through your
partner manager. Special conditions apply. Contact your SAP distributor for more details.
Partner Networking
On-site events provide a venue for partners to network with and promote their businesses.
Sales Tools
SAP has a variety of Web-based and CD resources and hard-copy tools to aid you through the
customer engagement lifecycle.
SAP Logo Usage Rights and Logo Kit
Authorized partners may use the appropriate “SAP Reseller” logo and SAP trademarks in mar-
keting and sales efforts, subject to terms and conditions outlined by SAP. Terms of the “SAP
Reseller” logo license included with the SAP reseller agreement apply. A unique brand identifier
and usage guidelines are available to partners. See SAP PartnerEdge Branding and Logo Usage
Guidelines for Partners, which is available in the partner-dedicated Web site.
Other Opportunities
SAP periodically conducts training and other events. Participation is dependent upon program
level, and SAP may limit invitations to select partners.
Participation in Partner Advisory Council or Solution Partner Advisory Council
Partners may be selected to participate in an exclusive partner advisory council (by invitation
only).
13
SAP PartnerEdge Program Guide for Authorized Resellers
Invitational Webcasts, Specialized Workshops, Training, and Executive Summits
Your organization can boost business and technology acumen by participating in highly focused
events.
Note: Please be advised that on the issue of termination, the provisions of the reseller agreement
and its exhibits apply. Any unused benefits are forfeited upon termination.
14
SAP PartnerEdge Program Guide for Authorized Resellers
Appendix:
Logo for SAP PartnerEdge Program
Members
Upon completing all minimum program requirements, your company is entitled to official status
as a member of the SAP PartnerEdge program and may use the “SAP Reseller” logo according
to the terms of the agreement. You can download the logo and logo usage guideline from the
Authorized Resellers section on the partner-dedicated Web site. Here is a reproduction of the logo.
15
[Link]
CMP22242 (12/11) ©2012 SAP AG. All rights reserved.
No part of this publication may be reproduced or transmitted in any
form or for any purpose without the express permission of SAP AG. The
information contained herein may be changed without prior notice.
Some software products marketed by SAP AG and its distributors contain
proprietary software components of other software vendors. National
product specifications may vary.
These materials are provided by SAP AG and its affiliated companies
(“SAP Group”) for informational purposes only, without representation
or warranty of any kind, and SAP Group shall not be liable for errors or
omissions with respect to the materials. The only warranties for SAP
Group products and services are those that are set forth in the express
warranty statements accompanying such products and services, if
any. Nothing herein should be construed as constituting an additional
warranty.
SAP and other SAP products and services mentioned herein as well as
their respective logos are trademarks or registered trademarks of SAP AG
in Germany and other countries.
Please see
[Link]
for additional trademark information and notices.